Governing Principles of Persuasion

Governing Principles of Persuasion

An important attribute of managing is the ability to persuade others to accept ideas
and follow certain courses of action. Where senior individuals give directions,
intermediaries may be required to influence the behavior, thought process and actions
of others in order to comply with that direction.  A manager’s level of success or failure
may be determined by his/her ability to influence people within his/her own organization,
as well as those operating in other organizations.

The six principles of influence that are used everywhere in society are discussed by
Dr. Robert Cialdini. While these are common principles that can be effective, ethical,
and lasting, they can also be used unethically, as by those leading totalist groups.
Compliance is behavior that occurs only because it is requested, that is, getting what
one asks for. The Six Principles of Reciprocity are:

1. Reciprocity (give and take)

a. Obligation People are programmed from childhood to pay back those who
give them something. If someone gives a present for their birthday, they have to
give that person a gift for his birthday. If someone sends a Christmas card,
people feel that they must send them one. Those who only take are called
moochers, ingrates, parasites.
For example, the Hare Krishna Societies are mostly funded by contributions.
They give something like a book or flower, and then ask for money. People buy
their way out of the obligation. Some try to give back the flower, or throw it on
the ground in order to break free. Reciprocation of concessions
A person will start by asking for something very high, and then come down.
Compliance is very high in this situation.